Internet sales as a new mode of internationalization

Couto, João P.; Tiago, Maria Teresa Borges; Tiago, Flávio Borges; Vieira, José Cabral

http://hdl.handle.net/10400.3/4803

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Authors

Couto, João P.

Tiago, Maria Teresa Borges

Tiago, Flávio Borges

Vieira, José Cabral

Abstract(s)

The way that organizations explore the Internet has been the focus of a substantial body of scientific studies and non-academic reflection. The main goal of this study is to analyze the potential of the internet as a mode of internationalization and the factors that influence the results of the adoption of this mean to access foreign markets. For this purpose, we examine the determinants of the level of international sales made via internet estimating an ordered probit model. The results show that the importance of previous experience in using the internet and developing international activity, together with the level of internet marketing budget , the level of investment on internet sophistication, the firm dimension, the business age and the type pf activity are variables that determine the results obtain in the international sales trough the internet.

Keywords

Internet Virtual Marktspaces

URI

http://hdl.handle.net/10400.3/4803

Citation

Couto, João P.; Tiago, Maria T.; Tiago, Flávio; Vieira, José C. (2008). Internet sales as a new mode of internationalization, "Working Paper Series", 18, 28 pp.. Ponta Delgada: Universidade dos Açores, CEEAplA-A.